Channel Coup: Dell Lands Vitagliano In Bid To Boost SMB Partnerships

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Dell began planning to add the role now filled by Vitagliano about 12 to 18 months ago, Dell's Davis said, because of the diverging needs of different kinds of partners.

"Some partners still have their whole business tied to iSCSI storage or specialized around security. They have different sets of needs than other resellers, and we try to align our teams that way and we wanted management teams that can tailor to that," Davis said.

Solution providers are unlikely to see any disruption in their day-to-day relationship with Dell as a result of the addition of Vitagliano, Davis said.

"Our goal here is our partners should not see a change in their day-to-day coverage. We have tech sales people that are assigned by partner type around the country now. Partners should not see a change in the account team or the way they interact with Dell from a day-to-day standpoint, just the additional of a sales leader focusing on one part of the business."

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